ISV Partner Success Manager

3 semanas atrás

Brás Amazon AWS Services Brazil Ltd Tempo inteiro

Are you ready to take on a pivotal role in transforming the IT landscape? Amazon Web Services (AWS) is at the forefront of the next evolution in computing and is seeking a highly skilled individual for the position of ISV (Independent Software Vendor) Success Manager.

This position plays a crucial role in ensuring the success of the Strategic Technology Partner program within AWS Channels & Alliances, focusing on driving collaborative Go-To-Market (GTM) success for a select group of Amazon's premier strategic technology ISV partners.

As the ISV Success Manager, you will maintain a comprehensive perspective on the business generated by your partners, collaborating closely with both the Strategic Tech Partner team and AWS field Commercial sales to enhance and expand partner-related AWS revenue.

Your role will involve becoming a trusted advisor for a portfolio of ISVs, consistently earning their confidence through a profound understanding of their business challenges and objectives. You will demonstrate expertise across various business management disciplines, assisting your partners in building a thriving and sustainable business that delivers customer solutions leveraging the AWS cloud platform and services.

Your focus will be on driving end-customer value that fosters business growth for both ISVs and AWS by prioritizing partner-centric initiatives, acting as a leader and advocate within AWS, and accurately representing AWS within the partner's organization.

This role is distinct within AWS due to its emphasis on establishing and sustaining the GTM execution plan with a set of ISV partners, ensuring that joint business growth metrics are established, achieved, or surpassed.


Key Responsibilities:

  • Coordinate various resources within the AWS organization to support ISV partner GTM initiatives and develop a long-term, scalable joint GTM model that promotes partner and customer success.
  • Serve as the primary resource for ensuring that key high-profile joint sales opportunities are identified, nurtured, and finalized.
  • Maintain collaborative AWS/partner business plans, setting clear, mutual commitments around marketing, skills development, and sales while clearly outlining the rhythm of the relationship.
  • Conduct regular Business Reviews with partners and AWS stakeholders to assess progress and implement corrective actions as necessary.
  • Drive program execution across all activities involved in fulfilling commitments and goals outlined in the Business Plan, including coordination of AWS's investments, lead generation efforts, training, and joint sales activities between your ISV partners and AWS field organizations, while consistently monitoring the return on mutual investments.
  • Lead regular pipeline reviews to ensure pipeline information is comprehensive and accurate according to AWS's adoption solution stages, and conduct reviews for significant opportunities with both ISV and AWS Account Management teams to identify best practices and lessons learned.
  • Facilitate access to internal resources, tools, references, and/or investments required to execute on the business plans to meet established goals.

BASIC QUALIFICATIONS

  • 7+ years of experience in technology-related sales.
  • Direct field and management experience working with enterprise customer accounts and ISV partners.
  • Proven written and verbal communication and presentation skills.
  • Extensive experience engaging with information technology customers and/or partners through account management, product management, program management, and business development.
  • Experience collaborating with C-level decision-makers and a strong understanding of decision-making processes in enterprise environments.
  • Demonstrated experience in developing new business plans and working with multiple stakeholders, including direct and channel marketing, product management, and account management teams.
  • Sales experience with a focus on coordinating field teams to develop and close high-profile deals.
  • Proficiency in Portuguese and English.

PREFERRED QUALIFICATIONS

  • Experience managing joint GTM success with technology partners, including the development and tracking of joint sell-with and sell-through business activities.
  • Ability to foster collaboration between partner and company field sales organizations to build mutual trust, sales enablement, and joint sales efforts.
  • Experience in developing and promoting technology partner value propositions within enterprise direct sales organizations.
  • Knowledge of enterprise software and familiarity with cloud computing platforms and services.
  • Capability to implement effective joint GTM programs for ISV technology partners, including joint sales enablement, demand generation, lead tracking, deal registration, and joint sales reporting.

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